Michelle Villalobos, How to Leverage Small Events Into Big Money

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00:00
welcome to funnel hacker radio podcast
00:02
where we go behind the scenes and
00:05
uncover the tactics and strategies top
00:07
entrepreneurs are using to make more
00:09
sales dominate their markets and how you
00:12
can get those same results here is your
00:14
host Dave Woodward on your host Dave
00:20
Woodward you guys are in for a massive
00:21
explosion of a treat today because I am
00:24
so excited to have Michelle Villalobos
00:27
with us Michelle thank you so much for
00:28
joining us
00:29
thank you for having me I’m excited if
00:33
you guys don’t know who Michelle is she
00:35
is one of the most exciting fun people
00:37
you’ll ever meet because of her
00:38
background and just the exciting stuff
00:41
she’s got done and she’s been business
00:42
for ten years so she’s got a huge track
00:44
record that way but started off as a
00:45
former teacher magazine publisher the
00:48
cool thing is she hadn’t beaten her
00:49
brother in the Miami get her money it
00:52
was Miami the Miami Herald business plan
00:55
challenge that they do every year talk
00:57
about fun especially when I’m back with
01:02
my brother at like Thanksgiving dinner
01:03
and I get to remind him that I’d beat
01:05
him that would my sister I would be very
01:10
very competitive as well but but in
01:12
addition to that you’ve also start
01:14
started the women’s success summit one
01:16
of the largest ones down in Miami area
01:17
and I think the part I’m most excited
01:19
about is this whole idea as far as a
01:21
superstar business model that you’ve
01:23
created where a lot of our lot of people
01:26
who are listening to this podcast are
01:28
either small business owners or
01:30
solopreneurs who are really trying to
01:32
kind of grow their business and that’s
01:33
an area that you’ve really focused on
01:34
and really can be kind of the key that
01:36
we’re going to spend time talking about
01:37
today is how do you scale that type of a
01:40
business and I love your thing you kind
01:43
of coin as far as your small events it’s
01:44
big money model which we’ll get to in
01:46
just a second but with all that said
01:47
anything else you want to add before we
01:49
just jump right into the topic
01:50
oh no I’m excited you tell me where to
01:52
start I can tell we’re gonna have a good
01:54
time already well I’d love to kind of
01:57
talk about the idea as far as stealing
01:58
yeah because I know this is a issue a
02:00
lot of people have when especially for
02:03
if one things we were talking about
02:05
before we kind of started the show here
02:07
and that was the business models that
02:08
you work in so Michele the service
02:10
professionals or those people who are
02:12
trading time for money
02:13
for all is a lot of people these days so
02:16
how tell me what are some of things
02:17
you’re doing to help that group of
02:19
people all right so essentially I should
02:23
probably just give you a little tidbit
02:24
of my story so you can understand how I
02:27
arrived at this awareness i-i’ve been in
02:31
business since 2007 I very very
02:34
intelligently timed at the beginning of
02:36
my business right around the beginning
02:38
of the major major recession so from the
02:42
get-go my business was a struggle and I
02:45
you know I didn’t really go into
02:46
business with much of a plan I said I’m
02:49
gonna be a marketing consultant and I’m
02:50
gonna just help you know people that I
02:53
know in this community I was pretty well
02:54
known in Miami at the time had a lot of
02:56
connections and I thought I’ll just put
02:58
myself out there and let people know
02:59
that I’m available for hire and they can
03:02
bring me in and pay me loads of money
03:05
because I have an MBA and this is gonna
03:07
be just an amazing business and I’m
03:09
never gonna have another boss again and
03:11
my life is gonna be awesome and so for
03:13
about six seven years I basically beat
03:17
my head against the wall I networked to
03:19
generate business I would I would as a
03:22
consultant I would you know it’s a
03:23
network and I’d sit down with people for
03:26
an hour two hours three hours to try to
03:28
understand what they needed and I would
03:31
listen and I would give them all these
03:32
great ideas and then you know we’d
03:35
finish our meeting and then I’d offer to
03:37
write them a proposal and they’d say
03:39
sure yeah I’ll take a look at a proposal
03:41
and I would belabor a proposal for
03:44
another eight to eight or ten hours and
03:46
and you know it was just such a terrible
03:48
terror it was such a terrible way of
03:51
running my marketing of generating new
03:54
business of sailing of selling of
03:56
closing you know it was a recipe for
03:59
disaster on many many fronts both on a
04:01
like on a money front right I wasn’t
04:03
making as much money as I could it was
04:05
very unleveraged unscalable on top of
04:08
that I was exhausted and I was feeling
04:09
like a failure right so in 2014 some
04:14
some pretty major stuff went down in my
04:18
personal life and I kind of took I
04:21
checked out of my business for a couple
04:23
months and when I checked back in it
04:25
turned out I hadn’t made any
04:26
in two months and so that was a huge aha
04:29
moment for me because I realized that I
04:31
had not built a business I had built a
04:34
job and not even a very good job because
04:36
I couldn’t even take a leave of absence
04:37
from this job and I was a terrible boss
04:40
I’ve rarely gave myself any days off or
04:43
I started early in the morning I ended
04:45
late at night I worked on weekends so I
04:47
had the aha moment that my business was
04:50
broken and after kind of you know
04:54
licking my wounds a little I went and
04:56
found some mentorship and I in in in in
04:59
September of that year I shifted my
05:01
business model and by the end of the
05:05
following year I had a million dollar
05:07
business which you know even I was more
05:11
shocked than anybody that I had been
05:13
able to pull this off because for seven
05:15
years I had hovered around 100 200 I a
05:19
couple years I made it up to like the
05:21
upper twos but that’s it so for me to go
05:24
from that to over to a million in 1415
05:28
months was was kind of wild and
05:31
obviously people you know I was I had to
05:34
go back and kind of reverse engineer
05:35
what I did and once I did that I
05:37
realized the number one shift that I
05:39
made was just shifting my business model
05:41
and so that’s when I became sort of a
05:44
student of business models and now you
05:47
know I find myself I’m kind of obsessed
05:49
with finding creating and and
05:52
understanding business models all over
05:55
the place
05:55
I love that Michele one of the things I
05:58
run across all the time literally just
05:59
had this conversation with Russell
06:00
before I call Madison is seeing the
06:03
different levels that businesses grow
06:06
grow up to and then get stuck at yeah
06:08
you’re right that for some reason that
06:11
the solopreneur it’s you hit the the
06:13
first stealing for most people always
06:14
seems to yeah I just want to break
06:15
through 300 oh yeah and then the next
06:19
one you’re right it’s 300 and you get
06:21
stuck in that to 253 for a while and
06:23
then from from there is I want to go
06:25
over five and then in five to a million
06:26
but I can tell you I’d love the idea
06:28
that you went from you kind of leapfrog
06:30
a couple of those tiers it because the
06:32
next thing I see is a lot of people who
06:34
get stuck in that one two to three
06:37
million and I know it I’ve been stuck
06:39
there
06:40
times where we had a business where it’s
06:41
it’s balanced enough that two to three
06:43
million range you just can’t get past
06:44
that and then all of a sudden you jump
06:46
in its then you hit the five in the tens
06:48
and I think that as we were sitting
06:51
there talking about the idea as far as
06:53
for so many companies and business
06:55
owners you know the first thing you got
06:57
to kind of figure out is you know what
06:58
and how you’re gonna sell it seems to be
07:00
your zero to seven figures area but I
07:02
really yeah I’m dying to find out I mean
07:04
that’s a huge leap frog to go from that
07:07
you know 150 to 250 range up to a
07:09
million within 1415 months that’s yeah
07:12
so what are some of the things that our
07:14
listeners could glean from what you
07:16
learned so the first one was that okay
07:21
there there are so many I call these
07:23
inflection points these inflection
07:25
points were kind of the the big shifts
07:27
that I made that led to this outcome
07:30
so the first inflection point was I hit
07:33
rock bottom I don’t know that everybody
07:36
needs to do that but I know that that’s
07:38
what happened to me I I hit rock bottom
07:40
and at the same time that I hit rock
07:43
bottom my my family ran into am on a
07:47
financial challenge as well so kind of
07:50
my safety net got pulled out from under
07:52
me at the same time that I realized I
07:55
hadn’t made any money and that I was
07:57
kind of you know I hadn’t really built a
07:58
business so all of that happened at once
08:01
which which was actually a blessing in
08:03
disguise because what it did for me is
08:05
it gave me my fuel it gave me the desire
08:11
and the want and the need and the must
08:14
right that I didn’t have before
08:16
before I was kind of floating along and
08:19
I could manage and maybe I’d have up
08:20
months and down months and maybe they
08:21
kind of sucked and you know but I was
08:23
getting by right but I hadn’t gotten
08:26
like pissed off enough or I didn’t have
08:29
a strong enough will or desire to really
08:32
shift or change anything so that was the
08:34
first thing was that there’s gotta be
08:36
this kind of like oh you know this must
08:39
and that I finally felt it that year the
08:43
second big thing was that I started to
08:47
oh I start this is good I got mentorship
08:51
I started working with
08:53
a mentor and specifically with a mentor
08:56
who had a business model that I liked
08:59
that I admired I looked at his business
09:01
model and I thought I could do this
09:04
right if they show me what I need to do
09:07
like I could see my the business model
09:09
I’ll just give you the brief version of
09:11
it it’s a we did a small events model so
09:13
the small events model is instead of we
09:16
have been doing these huge 500 person
09:18
events in Miami and instead these guys
09:22
were doing these small 10 person events
09:24
but the small 10 person events had much
09:27
higher price point and they had much
09:29
higher conversion on the back end into a
09:33
high-level mastermind and I thought whom
09:36
I could do that like I can run these
09:38
three-day immersion events and deliver
09:41
massive transformation to people and
09:43
then offer something else on the back
09:45
end of that so the mentorship was a huge
09:47
piece of what I learned the the third
09:49
piece is the the business model itself
09:51
which was this small event model and I
09:54
mastered another big inflection point
09:56
was I had always thought that I was
09:58
really good at sales I had you know I’d
10:02
actually done some sales trainings in
10:03
the past and I you know I considered
10:06
myself I’d been in sales before I sold
10:08
magazine ads I sold real estate I’ve
10:10
sold art so I thought of myself as a
10:12
sales expert but I didn’t realize that
10:14
when it came to selling myself I wasn’t
10:18
doing a very good job and so I learned a
10:20
new sales process or a new sales like
10:23
approach that was totally different than
10:26
anything I’d ever been taught before it
10:28
came from a place of integrity it came
10:30
from a place of listening rather than
10:33
sharing or talking so a very different
10:36
approach to sales so those are some of
10:37
the big big shifts that I made alongside
10:39
with shifting that the business model I
10:42
loved it I could say the part I really
10:45
want to find out more about and that is
10:46
this whole ideas for our small events I
10:48
think you know for the most part a lot
10:51
of people think of small events very
10:53
first thing probably comes to mind are
10:54
webinars and you know thinking in that
10:56
area but you’re talking about physical
10:57
events where you’re actually bringing
10:58
people in correct exactly yeah yeah so
11:02
the what happened was so I already had a
11:06
business right
11:07
it wasn’t a terrible business there’s a
11:09
business that generated you know 200 to
11:11
something a year for the for a couple
11:14
years you know in that range and so it’s
11:16
not like I was you know starving and
11:19
it’s not like I had no brand I did and I
11:21
knew how to get myself in front of
11:23
groups of people so I already knew how
11:25
to you know I knew the Miami Beach
11:26
Chamber of Commerce would put me on a
11:28
stage if I wanted them to and I was
11:30
going around and I was speaking you know
11:32
at some events I spoke at entrepreneurs
11:34
of that year and I got asked to speak at
11:37
a women’s event and and so here’s a big
11:39
big transition another inflection points
11:42
this is good because I like odd numbers
11:43
and this would make the fifth inflection
11:45
point is that I you know I had I had
11:47
gone to a National Speakers Association
11:49
meeting my first one back in 2013 and I
11:53
remember arriving there and after four
11:55
days of talking to traditional speakers
11:58
every single one of them told me like if
12:01
you’re speaking for free you’re not a
12:03
real speaker and I might go took such a
12:06
big hit from that that I came back
12:08
straightaway and I stopped I said no to
12:11
the next engagement that come it came in
12:12
front of me which was in front of 700
12:14
women entrepreneurs in Orlando Florida I
12:16
could kick myself because I know that I
12:18
would have made a million dollars with
12:19
my new model speaking at that event but
12:22
I digress my point is that I had I had
12:25
believed this story that if you speak
12:27
for free you’re hurting the industry
12:29
you’re not a real speaker yada yada so I
12:32
so I stopped doing that but then by 2014
12:35
in my desperation and also in learning
12:38
this new business model I knew or my
12:40
coach helped me know that if I could get
12:43
in front of enough people I could pretty
12:45
easily fill a 10-person retreat at you
12:48
know a couple thousand dollars per seat
12:50
I wasn’t a hundred percent sure that I
12:52
could do it but they believed in me so
12:54
much this is the value one of the many
12:56
values of mentorship that you know and
12:58
they held me to account for actually
13:00
doing it that I went out there I did
13:02
three speaking engagements and lo lo and
13:05
behold 45 days later I had 10 people in
13:08
my first retreat and I converted three
13:10
of those people into my very first
13:12
mastermind program so I to this day if I
13:16
look back from the from those speaking
13:18
engagements I’ve generated over
13:22
200,000 at least just from that one
13:25
month that I went out and did those
13:27
three speaking engagements awesome yeah
13:30
it’s pretty wild right so obviously a
13:34
lot of people thinking well how do I
13:36
actually do this so what’s yeah how are
13:39
you actually doing how are you get any
13:40
small events and how are you making such
13:43
big money on the back end of these
13:44
things so it’s really easy that’s the
13:48
that’s the crazy thing like here’s the
13:49
thing Dave if you can if you’re somebody
13:52
like me or you if somebody is listening
13:54
and they’re somebody who loves to
13:56
educate they love to teach they love to
14:00
help people transform they love to you
14:04
know even even people who do
14:06
done-for-you services like you know
14:08
anybody who can give enough value can
14:11
give massive value in a three-day event
14:13
and let me tell you it’s not hard to do
14:15
you know we have a standard format that
14:18
that we that we use it’s like here’s
14:20
what you do on day one here’s what you
14:22
do on day two here’s what you do on day
14:24
three and it fits pretty much any I
14:26
still haven’t run across a business
14:28
model that I couldn’t figure out some
14:30
way to work a retreat into the mix as
14:32
long as the business is some sort of
14:34
like speaker author coaching consulting
14:36
expert type of model right but even for
14:39
like an SEO company for example this
14:42
could work where basically you give a
14:43
massively intensive three-day experience
14:47
where you deliver tons of value and you
14:49
have outcomes right like our outcomes in
14:52
our retreats is people walk away with a
14:54
90 day action plan they walk away with
14:56
their pricing and their packages for
14:58
their for their programs they walk away
15:01
with their their brand either a new
15:03
brand or their old brand revitalized
15:05
they walk away with you know just like
15:07
lots of outcomes right by the end of the
15:10
second day they want to keep working
15:13
with you that’s it just happens is you
15:16
know as long as you’re delivering value
15:18
and you’re honest and you have integrity
15:19
you don’t even need to sell hardly which
15:22
is what I love the most because I hated
15:24
hated hated and I honestly still hate
15:27
selling from the stage I’m not a big
15:30
person you know I’m not someone who’s
15:32
gonna love to get up and give a you know
15:34
big
15:34
sales pitch right there are people out
15:36
there that love to do it but in my
15:38
experience most of us prefer not to and
15:41
so in this type of environment with a
15:43
retreat you can make a very easy casual
15:48
very good feeling offer and people will
15:51
just at this point they will want to
15:53
keep working with you and at that point
15:55
you can sell them on a one-year retainer
15:58
or a one-year coaching program or a
16:00
one-year you know service contract
16:04
whatever the one-year thing is that you
16:06
can continue to deliver on the back end
16:08
of that that’s where you sell it and
16:10
I’ll tell you that in three years we
16:13
started out we we had we got three of
16:15
those people to sign up for our inner
16:17
circle in that event and at our last
16:21
event we had own we had over a 50%
16:23
closed rates of people who signed up
16:26
yeah and meanwhile this is coming from
16:29
someone who used to do these 500 person
16:31
events and we could barely get like a 20
16:33
percent conversion rate into our you
16:35
know it was and it was so much stress we
16:37
spent so much money on those huge events
16:40
and there was so much pressure to then
16:41
show up and and deliver and that would
16:44
get in the way of like because I would
16:46
be worried are we gonna make enough
16:47
sales you know so I kind of babbling a
16:50
little bit but I remember how hard it
16:52
used to be and this model is so easy and
16:55
natural and that’s you know this is the
16:58
model that that we teach our clients
17:00
that’s awesome
17:01
I love the idea so I mean one of the
17:04
things as you’re taking a look at this
17:06
is providing such massive value I think
17:07
that’s the thing you know at times
17:09
especially in the service business that
17:11
you’re talking about the speakers
17:12
authors coaches when you’re trading
17:14
dollars for time you’re always a lot of
17:16
people seem to be a little heads in as
17:18
far as what to actually give because
17:19
they they’re afraid they don’t want to
17:20
give too much yeah enough to offer on
17:22
the back end so how do you how do you
17:24
deal with that I I just don’t agree I
17:28
just my philosophy has I used to I used
17:30
to think that way too
17:32
and now I know that the more value you
17:34
deliver and and I don’t mean just in the
17:36
form of of like information it’s really
17:40
important that for people who are
17:42
considering doing a retreat you know
17:45
listen to this really carefully
17:47
information
17:48
not transformation and so I used to get
17:53
those two things confused I used to try
17:55
to dump as much information on people as
17:59
possible it still worked right they
18:01
still got massive value but you know
18:03
they would be they would they would
18:04
sometimes be more overwhelmed you know
18:07
or they might even say oh I got
18:09
everything I needed from this week and
18:11
I’m good thank you
18:12
so what I learned is that in the retreat
18:15
we also create a space for
18:18
transformation and the way that our
18:20
transformation happens and the way that
18:22
I would recommend you guys you know
18:23
everybody listening go about it is to
18:26
not only create the relationship between
18:28
you and your client but also to create
18:31
that container and that culture with
18:34
among the clients too there’s value in
18:37
the group right in the group format in
18:40
the beginning I used to think that I was
18:42
the magical unicorn source of all that
18:44
all the value in the room and I’ve since
18:47
come to learn that I am one piece of the
18:49
magic and but the container itself the
18:53
the people they’re the people I bring in
18:55
you know the group itself creates a
18:58
whole new level of value I call it
19:00
leveraged value that did not exist
19:03
without the group and so that’s why I’m
19:05
such a big fan of this process or this
19:08
of this model because it also takes a
19:11
lot of the pressure off of that
19:13
superstar quote unquote superstar
19:15
individual that used to do everything
19:18
himself or herself makes sense Oh
19:20
totally and I appreciate you mention X I
19:23
think that’s the scarcity mindset is
19:25
what’s gonna kill any entrepreneur and I
19:27
appreciate your addressing that I think
19:29
it’s one of things I love most about you
19:31
know watching something stuff you’ve
19:32
been doing I know you’ve got some other
19:34
events coming up here doing the exact
19:36
same thing I really want to kind of talk
19:38
to as you look at these types of events
19:40
I mean obviously people are going with
19:42
cash Dave this is funnel hacker right or
19:43
how many world you how do you use
19:45
clickfunnels these are events and all
19:46
that kind of stuff and I know obviously
19:49
the there’s the ability to fill the
19:51
events and using those types of funnels
19:52
but tell me more specifically when
19:55
you’re taking a look at these types of
19:57
events how really are you getting those
19:59
bodies there we have okay
20:01
how do ya get people in button seats
20:03
okay that’s a great question so first of
20:05
all you know the the idea of butts and
20:08
seeds to me is at least for me I
20:11
associate it to a different type of
20:14
model I associate it to kind of a a
20:17
model a mass model a high-volume model a
20:21
model where it’s where people are not as
20:24
you know we call it we call them souls
20:26
and seats right I’m sure we’re not the
20:28
first person to use that but the idea is
20:30
that you know we’re not selling $25
20:33
seats or even $100 seats at these events
20:36
we are our approach to this model is a
20:40
higher ticket approach but the model can
20:42
still get translated into lower price
20:45
points and so what I’m when I’m the way
20:47
we fill ours might be a little different
20:49
than somebody who does a lower price
20:50
point but what we do is a mix obviously
20:53
and I like to say you know it we don’t
20:55
know we have not found the one solution
20:58
that puts a hundred people into our
20:59
event we found a hundred solutions that
21:01
put one person into our event so we have
21:05
a combination of things one of the
21:08
things that we do and of course and it’s
21:09
super important that people understand
21:10
we’ve we’ve layered these things in over
21:13
time so I’m gonna lay them out and
21:15
you’re gonna think oh my god that’s so
21:16
much but keep in mind you don’t have to
21:18
do all of them and especially if you
21:20
guys are funnel hackers we’re just
21:22
getting into this click funnels funnel
21:24
hacking game like you know you are you
21:26
are way way ahead of us if you already
21:29
know how to you know create a funnel and
21:31
and you can absolutely use those to fill
21:33
your events but what we do is we have a
21:35
few things number one we use a filler a
21:38
feeder event we do what we call a feeder
21:40
event the feeder event is we’ve done
21:44
half-day versions of it and we just
21:46
started doing a full-day version of it
21:48
the theater event is a low price-point
21:50
event so anywhere from zero to maybe
21:55
about $97 when it’s zero what we found
22:00
though is that the people are not as
22:01
qualified they don’t show up as much so
22:04
we actually use a one dollar methodology
22:07
where we give them the past for one
22:10
dollar on the condition that if they
22:13
don’t show up we call it a seat deposit
22:14
if they
22:15
don’t show up we’re gonna charge them
22:17
the full amount I know there are other
22:19
tricks out there but this is the one
22:20
that we feel is the most the most
22:23
aligned with our the way we want to do
22:25
things so we don’t do the thing where
22:26
you give the ticket and then you’re they
22:29
buy the ticket then you pay them back we
22:30
don’t do any of that stuff but what we
22:31
do is we charge we when we have a
22:33
special deal we do it for a dollar and
22:34
then if they don’t show up we we tell
22:36
them we’re gonna charge the full amount
22:38
of the event so that does it we get
22:40
about a 90 percent show up rate when we
22:42
do that which is really high I know
22:44
right so that theater event is called in
22:47
our case it’s called speak to serve and
22:50
the reason but from a branding
22:52
perspective that aligns up because our
22:54
signature immersion event our signature
22:56
retreat is called superstar speaker
22:59
Academy and it’s soon to be called
23:01
superstar speaker business academy
23:04
because we’re focusing really on the
23:06
business model in the business plan so
23:07
so we do speak to serve and then I do
23:10
halfway through the day right before
23:12
lunch I usually do a call to action for
23:16
anyone who wants to have a strategy
23:19
session with somebody on my team to
23:21
learn about working with us so I do that
23:23
as my plan B as my backup so by the end
23:26
of lunch we’ve got a stack of people who
23:29
are interested in having strategy
23:30
session strategy session is kind of the
23:32
the sales tool that we use when we’re
23:34
selling a high ticket program or a
23:37
medium ticket program then at the end of
23:40
the day before the end of the day about
23:42
3/4 of the way through then I make an
23:45
offer a very casual story-driven offer
23:49
where I tell people you know if you want
23:51
to come to our next superstar retreat
23:53
you know this is the deal and it’s it’s
23:56
it’s no longer than about a 15-minute
23:58
offer and then from there we usually get
24:01
you know handful of people that sign up
24:03
and then a handful of people who if they
24:05
didn’t sign up we have their strategy
24:07
session that following week and so
24:09
that’s that’s one of the primary things
24:11
we used to fill the event the second
24:12
thing we do is that we we we do so for
24:17
example if we ever do like webinars
24:19
which we do every once in a while and we
24:21
do partnerships with webinar with people
24:23
who want to host webinars with us we’ll
24:25
sell a program called the superstar
24:27
accelerator
24:28
and with that program we give away a
24:31
strategy session so though generally to
24:35
kind of tie it up with a bow right now
24:38
we generally we usually sell the high
24:40
ticket the retreats with a strategy
24:42
session with a phone call it’s it’s we
24:45
have not been using like a funnel to
24:48
sell our retreats we have a landing page
24:50
but that landing page puts people into a
24:53
strategy session because we’ve kind of
24:55
mastered the art of selling over the
24:57
phone and because this is really
25:00
important Dave and because you want to
25:02
be careful about who you put in the room
25:03
you can’t just put if you’re gonna do
25:06
this model if you’re gonna do the small
25:08
events model and a retreat you can’t
25:10
have 10 12 15 people you can’t have one
25:13
bad apple because it will spoil the
25:16
bunch right so you want to make sure
25:18
that the people you’re putting in there
25:20
are good people
25:21
so this first for some of you click
25:23
funnel people you know this would be a
25:25
great model for you to use once you’ve
25:27
sold like a lower like a 197 or a 497
25:31
program a great next step would be to
25:34
put people into a retreat make sense
25:37
I love it so tell me how long are your
25:38
strategy sessions then 45 minutes
25:41
usually and so they’re coming in
25:44
basically for $1.00 to 97 dollars on the
25:48
feeder events and then what are the
25:49
actual what what it kind of the ticket
25:52
prices you’re looking at for your small
25:54
events so we usually do about 1997 to
25:58
2500 so 1997 to 2500 and that is for
26:02
another it’s a three-day event well and
26:05
here’s I’m glad you asked that because
26:06
one of my the one thing that I that I
26:09
noticed early on was that people will
26:12
will many some people some people will
26:15
resist investing that much in a
26:18
three-day event they’ll be like what you
26:20
know that’s a lot of money for three
26:22
days and they don’t know any better
26:24
right they don’t know that in three days
26:26
you can have a massive transformation in
26:28
your business you can totally shift your
26:29
business model in three days you can
26:31
totally shift your target audience your
26:33
approach your messaging right so they’re
26:35
just they don’t they don’t realize it
26:37
and they get nervous right there’s no
26:39
way we can get my outcomes in three days
26:40
so so what we do is we
26:42
Genet as a program that includes a
26:45
three-day retreat I love that idea
26:48
that’s really cool so is it that is the
26:51
program delivered over online type of
26:54
program is that yeah usually and it’s
26:57
about 30 days like leading up to you’re
27:01
getting all my tricks today so we
27:04
usually and the reason for that is it
27:05
saves us work at the retreat itself like
27:08
if we give them we give them some prep
27:10
work which is super fun it’s video based
27:13
with me so it gets them ready for the
27:16
for the event and then that means that
27:19
once they get on site they’ve they’ve
27:20
already thought about some things
27:22
they’ve already done some of the pre
27:23
work and the thing is if somebody is you
27:25
know in is somebody’s committed which is
27:27
part of our strategy session
27:29
conversations how committed are you if
27:31
somebody is super committed they’re not
27:33
gonna have a problem doing the homework
27:34
so you know when you get up to this
27:37
level with people these are people who
27:39
are good to work with you know generally
27:42
that’s fantastic so then this to a
27:46
higher ticket as well correct yeah and
27:48
then they’re way more qualified right
27:50
they’re they’re you know it’s not an
27:51
easy jump to the next level but but it’s
27:55
definitely one we’ve had people you know
27:58
put it on a credit card we’ve had people
28:00
pull it from a retirement account we’ve
28:02
had people you know and I used to like
28:04
think oh you know is that okay and now
28:06
I’m like damn straight it is I just
28:09
finished paying my fifty four thousand
28:11
dollar loan for my MBA and nobody ever
28:13
taught me how to sell crap in my MBA you
28:16
know like we give people so much more
28:18
value than any MBA program you know what
28:21
I mean so you know I I know that when
28:24
people want to really make a shift in
28:28
their life and they want to invest in
28:29
themselves I feel really good about them
28:31
making that decision and doing that with
28:33
me fantastis the investment of the next
28:36
the next level with you so that one that
28:38
one has kind of varied over the over
28:41
time as well but somewhere between 25
28:43
and 35 thousand perfect that’s for the
28:46
year which of course you want to
28:47
position always as a monthly investment
28:50
rather than the big you know the big big
28:53
number you know so
28:55
no I think that’s that is really really
28:58
cool
28:58
well I love it I love the idea I think
29:00
it’s fantastic I would really hope
29:01
anybody was listening to this especially
29:03
if you’re in the authors if you’re in an
29:05
industry right now where you’re trading
29:07
time for dollars this is again I was so
29:10
excited to have you come on and talk
29:11
about this Michelle I think it’s just a
29:13
brilliant model and again those people
29:16
who’ve already using you know
29:17
clickfunnels in other types of funnels
29:18
this can be part of the sales ladder it
29:21
works out extremely well but I think
29:22
it’s it’s just ties in so well to really
29:26
be able to scale your business and while
29:28
helping others do the exact same so I
29:29
think it’s awesome thank you and you’re
29:32
welcome it was my pleasure
29:34
well thanks well I know when you’re not
29:36
talking before we were talking about
29:38
giving people some way of getting a hold
29:40
of you so what’s the easiest way from
29:41
them reaching out I know what what
29:43
typically happens after this is people
29:44
are gonna go well I need more Michelle
29:46
so how do I get more yeah you can have
29:48
more Michelle just go to you can you can
29:50
you can google my name Michelle
29:52
Villalobos but you might have a little
29:55
trouble spelling that so you can also
29:57
just find me at superstar activator calm
30:00
superstar activator calm and actually
30:03
there you can request a strategy session
30:05
and we have all sorts of goodies and
30:08
giveaways and things that you can get
30:10
you can watch videos there’s there’s a
30:12
whole bunch of good stuff there so I
30:14
would just recommend going to superstar
30:16
activator comm and signing up for our
30:20
for our mailing list because that when
30:21
when you’re on our list are usually on a
30:24
regular basis but not not terribly often
30:26
I’m not a spammer
30:28
I doubt like lessons or stories or
30:32
goodies or giveaways or templates and
30:35
checklists so I give a lot of stuff away
30:37
generally when I come up with things I
30:39
like to share it and that’s a great
30:42
place to just stay connected with me
30:43
awesome
30:45
well know one of the things we were
30:46
talking we’re gonna try to test out
30:47
because a lot of times people listen
30:49
these podcasts and they’re usually on
30:51
their phone or they’re working out or
30:52
listen to this listen this is usually
30:55
two to three times speed trying to
30:57
maximize their time so again if you
30:59
think it so it’s superstar activator
31:01
calm I’ll make sure we have that down
31:02
the show notes and then we just want to
31:04
test something out I think we’re gonna
31:06
try to test out a text code as well yeah
31:08
yeah
31:09
this is a new thing that we’re using see
31:10
how high-tech we’re getting Dave it’s
31:13
it’s you text to the number seven to
31:17
zero zero zero which is seventy two
31:19
thousand and then text the word
31:22
superstar and you will get onto our list
31:26
and you’ll also get some freebies I
31:28
think what I have in there right now is
31:30
we’ve got Google ishes which is
31:33
basically you know I got my start a
31:35
while ago in personal branding so I used
31:38
to help I used to do personal branding
31:39
stuff for corporations and executives
31:41
and then kind of moved over to
31:44
entrepreneurs so we have this Google
31:45
issues which is all about how to own
31:48
your your name on Google how to dominate
31:51
it and then I also have one called raise
31:53
your prices which is how to how to
31:55
position yourself so that you can
31:58
command higher prices so it’s a guide in
32:01
shifting your perceived value so those
32:04
two goodies get given away when you
32:06
opt-in through the through the 72,000
32:09
number and I’m really kind of curious to
32:11
see how this is gonna go is the first
32:13
time we’re trying this thing out so I
32:15
get the feedback see how this goes so
32:17
Michelle as always it’s such a pleasure
32:19
to spend time with you
32:20
and if any other parting words before we
32:22
let everybody go oh why we sell a lot
32:26
I’m just I’m so pleased to have been
32:29
asked to do this podcast Dave and I’m
32:31
excited to continue to get to know you
32:33
even better and do more cool things with
32:35
you thank you awesome my pleasure again
32:37
everyone check out the superstar
32:40
activator com or text the word superstar
32:43
to the number 72 thousand thanks again
32:45
everyone I wish you all the best in your
32:47
business and we’ll talk to you guys soon
32:48
thanks for listen to funnel hacker radio
32:50
podcast if you’d like to be notified
32:52
anytime we release a new episode just
32:54
subscribe over at Auto hacker radio com
32:57
in addition to that we’d love to send
32:59
you a free gift you can find that free
33:01
gift at funnel hacker radio.com forward
33:04
slash free trial one last thing is we
33:07
love giving away cars so if you’d like
33:10
access to a free dream car all you have
33:12
to do is go to funnel hacker radio.com
33:14
forward slash dream car and you’ll get
33:16
all the details thanks again for
33:18
listening
33:19
you

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